Empowering your sales team with a Configure, Price, Quote tool (CPQ) is a great way to increase sales production and consistency of sales operations and customer experience, especially in omnichannel selling environments. As your organization grows and adopts a more sophisticated selling model the need for CPQ becomes paramount.
When it comes to sales strategy most sales leaders simply ask their sales people to create a plan that will drive the predetermined revenue during the year. The sales team meets as a team to discuss the plans and the activity starts. Sounds simple enough right? Who are you going to call, what are you going to sell them and how much revenue can you get….Planning done!!!
Every salesperson in every industry understands at the beginning of the calendar or fiscal year they will receive a new quota. Typically these quotas go up and not down year after year. It is then incumbent on the salesperson to break down the quota and devise a plan to achieve the quota in the quarterly and annual timeframe given.